Ask questions in sales – What you need to know | Internal sales


Ask sales questions – What you need to know

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Discover the interest of asking sales questions and learn the different types of sales questions to help you understand the needs of your customers in this article.

RELATED: Social selling and the law of reciprocity

In this article:

  1. Why is it important to ask a good question in sales?
  2. Open questions
  3. Closed questions
  4. Follow-up questions
  5. Categories of questions to ask
  6. The value of asking questions

Best practices for asking questions for sale

Why is it important to ask a good question in sales?

Request incisive sales issues is essential for success.

The questions you ask help you discover the needs and desires of the buyer, contact them and demonstrate your expertise. By asking questions, you will discover the buying process of the buyer. It also allows you to qualify the sale and guarantees that you and the buyer are on the same page at all times.

Many sellers do too much talk and present, and then when they ask questions to the buyer, it's the same old cliché "What's stopping you from sleeping at night?"

The questions you ask give you not only a treasure of important informationbut they can also differentiate yourself from the sea of ​​sellers vying for the attention of the buyer.

To help you get the most out of your buyer meetings, let me share the different types of questions you can ask. Here you will also learn why it is important to use them in your sales conversations.

Open questions

Couple talking to a financial planner | Ask sales questions - What you need to know

Ask open questions to a prospect

Open question definition: A type of question that can not be answered with a simple "yes" or "no" answer. This type of question requires additional explanation.

Open sales questions for buyers speaking. These are the most common types of sales questions discussed and they play an important role in a conversation.

You must understand what is happening in the buyer's company, its needs, desires and expectations so that you can come up with the best solution.

There are no "correct answers" with open questions. If you need more information on a particular point, you can ask additional questions.

Asking open questions is a great way to get vital information. The problem is that too many sellers trust only these questions while other types of questions can be just as valuable.

Closed questions

Closed question definition: A type of question that will elicit a "yes" or "no" answer.

Closed questions are rarely discussed in sales and are often rejected. After all, your goal as a seller is to get the buyer to open, is not it?

Asking questions with yes or no answers will surely not succeed – or can they?

Closed questions are particularly useful for diagnose and exclude (or inside). You can learn a lot of information by asking a series of closed questions.

For example, when you talk to a sales manager, you can ask him the following questions:

  • Are you convinced that all your salespeople maximize the revenue and activities you can generate with your existing accounts?
  • Have you ever thought that your salespeople might not be sufficiently informed to be comfortable or credible about other products or services offered by your company?
  • Do you think that your team leaves opportunities on the table by not discovering the needs that are really there?
  • Are your salespeople able to recommend the right solutions?
  • Do your employees waste time and energy on tracks that are not likely to deteriorate or generate the income or benefits you need?
  • Are your salespeople beaten up and yielded during negotiations?

This is only a sample of the good questions you can ask. As you can see, asking specific closed questions can help you determine what is happening fast enough.

It also encourages the buyer to think about different areas that could affect the overall performance of their sales team. They may not have thought through such closed questions before.

By asking questions like these, you can quickly identify what's important and explore more. If you want to turn these questions into open questions, just ask "How then?" After their answer. This is one of the many follow-up questions you can use.

You do not have to look for good questions every time. You will be able to discover those who are good once they have answered the questions. From there, you will be able to evaluate the client's situation and subsequently propose the product or service that best suits his needs.

RELATED: Five myths of prospecting

Follow-up questions

Do not take what your buyer says as face value. Ask them to dig deeper.

Question Why they think in a certain way. Ask them How they intend to accomplish what they want.

Follow-up questions allow you to to get to the underlying cause of a problem so that you can tackle the root of the problem rather than just the symptoms. It is extremely important that you understand the big picture in order to design the most complete and most impactful solution.

You can only do this by asking follow-up questions and getting a better understanding.

Complementary questions can also drive buyers to think differently. They may be basing the direction that they want to take on a set of assumptions, and you know that one of their assumptions is false.

It is only by deepening the subject that you will understand why they think as they are, then you can steer them in the right direction. They can be guided questions to help you better understand the situation.

Finally, follow-up questions show that you are listening and engaged in the conversation. You can demonstrate your expertise and enhance your credibility by sharing your views on how you have seen other companies deal with a similar problem.

All of these are important to winning the sale.

Categories of questions to ask

Woman talking to a financial advisor | Ask sales questions - What you need to know

Ask good questions to make sales

In addition to the types of questions discussed above, it is also important to note the areas in which you need to ask questions. The purpose of asking questions is not only to find the needs, although this is an important part of it.

Think about the questions you need to ask through the RAIN Selling methodology to conduct masterful sales conversations:

  • Problem and possibility – The "discovery of needs" questions are always essential to know the aspirations and difficulties of the buyer.
  • Process – If you do not discover the buying process, you will have a hard time qualifying the sale, facilitating the purchase and gaining.
  • Page – These types of confirmation questions guarantee that you and the buyer are doing the right things at all times of the sale so that you are "on the same page".
  • Perception – At different times, you should ask questions to check the buyer's perception of how things are going. Sample questions include:
    • Does this discussion meet your expectations?
    • Does this solution make sense to you?
    • How does the process progress on your side?
    • Does anyone seem to be covering up, and do we need to involve them?

It is important to ask questions in each of these categories. If you'd like to find out what specific questions to ask, check out 50 High Impact Sales Questions.

The value of asking questions

Sometimes you just have to ask a question and the buyer will give you all the information you need.

Most often, you will need to conduct several surveys to obtain a complete picture. Do not limit yourself to one type of question. Conducting an interview with a potential client should help you understand the full story.

Take advantage of all three types to cover each of the key categories. This will allow you to lead the best conversations and ultimately earn more sales.

Asking questions is a vital part of a seller's job. This will help you and the buyer determine if you are an ideal partner.

Knowing what kind of questions you need to ask will help you better understand your buyer and his needs. With this knowledge, you will be able to serve your customers in the best possible way.

Of the types of questions discussed, which one do you use most often and why? We would like to hear from you in the comments section below.


Editor's note: This position was published on February 6, 2019 and has been updated for quality and relevance reasons.

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